Sep 13, 2018
Lead and Sales Development (LDR, SDR, BDR, ADR, etc.) is a dedicated functional area in B2B Tech. And, the trend is that this job function is moving from sales to marketing. Our three guests today started on the Tech scene 2 years ago and have each seen promotions since. Listen to get their take on why tech is exciting, trends they are observing, and what leaders and marketers can do better to help sales folks succeed. Show highlights:
00:35 - 3 reasons why junior tech sales reps with two years experience each are on the podcast, what leaders and marketing folks can do better to help ADR/SDR/BDR/LDR and AEs be successful
03:00 - Guest intros, John Beckman, Alex Verkamp, and Nick Spencer
15:00 - How to be a human while prospecting, and the balance of staying organic through sales processes and systems
25:30 - Account Based Marketing AFTER the first demo, based on opportunity stage in Salesforce to increase deal velocity
42:50 - Senior Sales reps; should a young rep become an enterprise rep? What do senior sales reps have that young reps don't yet, due to lack of experience.
45:40 - Qualities of junior sales reps that make them successful
49:45 - Fostering peer accountability, or approachable management, to tap experience, knowledge base, and feedback